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Mar 29 2026
The Person in the Room Who Didn't Introduce Themselves Is the One Who Abandoned the Deal

The Person in the Room Who Didn’t Introduce Themselves Is the One Who Abandoned the Deal

By Conversion Optimization & Sales Psychology, Business Strategy & Positioning, Lead Generation & Demand Creation, Marketing Strategy & Growth
The Person in the Room Who Didn't Introduce Themselves Is the One Who Abandoned the Deal Here's a situation that just happened to one of our clients. They were in the final stages of talks with a potential client that went exceptionally well. The chemistry was right, the questions were…
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Feb 25 2026
Why Buyers Change Their Minds After Saying Yes — And What the Reversal Is Actually Telling You

Why Buyers Change Their Minds After Saying Yes

By Business Strategy & Positioning, Conversion Optimization & Sales Psychology, Influence & Consumer Psychology
Why Buyers Change Their Minds After Saying Yes — And What the Reversal Is Actually Telling You DemandSignals™ - Business Intelligence for Leaders You know the story. A prospective client tells you they’re ready to move forward. You’ve already mapped out the kickoff and drafted the paperwork. Then, at the…
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Feb 14 2026

How Brand Friction Adds Months to the Average B2B Sales Cycle

By Conversion Optimization & Sales Psychology, Branding & Identity, Business Strategy & Positioning
How Brand Friction Adds Months to the Average B2B Sales Cycle Nobody talks about the speed or momentum a brand creates. They talk about awareness. They talk about perception. They talk about "brand equity" — that wonderfully vague term that means everything and nothing. But the most commercially valuable thing…
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May 12 2025
skeptical buyers seek clarity in b2b, saas and pro services

Why Clarity Feels Like Luxury to a Skeptical Buyer

By Marketing Strategy & Growth, Business Strategy & Positioning, Conversion Optimization & Sales Psychology, Influence & Consumer Psychology, Thought Leadership & Authority Building
Why Clarity Feels Like Luxury to a Skeptical Buyer HP DemandSignals™ | Highly Persuasive In 2013, Slack launched into a market already crowded with workplace communication tools. The obvious angle was features — real-time messaging, integrations, file sharing. Slack had all of these. So did several competitors. What Slack did…
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May 12 2025
b2b influence and persuasion for lead generation and sales cycles - highly persuasive.png

How to Build Influence & Persuasion Systems in B2B That Help You Dominate Your Category

By Business Strategy & Positioning, Branding & Identity, Influence & Consumer Psychology, Marketing Strategy & Growth
Why Influence in B2B Has Nothing to Do With Persuasion Tactics HP DemandSignals™ | Highly Persuasive The B2B companies that consistently close the most complex deals have something in common that isn't usually visible in their sales process. They don't appear to be selling. Their buyers describe the decision to…
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Apr 22 2025
AI marketing agency for SAAS

The Friction Points Where AI Tools Fail Commercial Organisations — and What They Reveal About Brand Discipline

By Lead Generation & Demand Creation, Marketing Strategy & Growth
The Friction Points Where AI Tools Fail Commercial Organisations — and What They Reveal About Brand Discipline This article is not primarily about artificial intelligence. It uses the experience of deploying AI tools in commercial organisations as a lens on something more fundamental: the degree to which a brand's strategic…
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